Poslovna pogajanja z nemškimi partnerji

magistrsko delo

Katja Maučec (Avtor), Bruno Završnik (Mentor)

Povzetek

Nobena pogajalska strategija ni vedno primerna ali popolna. Ker se pogajalci srečujejo z različnimi okoliščinami in ljudmi s svojim sklopom strategij, morajo znati uporabiti tisto, kar jim bo dano. Pri poslovanju in pogajanju v državah sveta se nam bogato poplača, če smo pozorni na kulturne razlike po svetu. Domače okolje ter domače partnerje poznamo, ker smo v tem okolju zrasli in uspeli, tuje okolje in tuji partnerji pa so nam večja neznanka, kot si lahko mislimo. Ko poznamo tuje poslovne navade neke dežele, vemo, kako pristopiti in se pogovarjati s tujci, kaj in kdaj predlagati ter česa ne omenjati. Študija je nastala v okviru raziskovalne naloge, ki obravnava primer podjetja X, ki se ukvarja s proizvodnjo avtodomov visoke kakovosti in je v lasti nemškega podjetja, v Sloveniji pa je podjetje X začelo s proizvodnjo leta 2008. Eden od ciljev naloge je uspešno poslovati z nemškimi partnerji. V življenju velikokrat pride do sodelovanja med različnimi kulturami, na drugi strani pa do zanikanja in iztrebljanja določenih kultur. Ljudje iz različnih kultur se na pogajanja odzovejo zelo različno, zato je poseben cilj magistrskega dela spoznati, razumeti in uporabiti najučinkovitejše strategije in tehnike ter spretnosti poslovnega pogajanja. V nalogi je bila na podlagi strukturiranega intervjuja izvedena kvalitativna raziskava, ki smo jo izvedli z zaposlenimi podjetja X. S pomočjo rezultatov raziskave smo prišli do ugotovitve, da je priprava na pogajanja najpomembnejši del celotnega procesa pogajanj. Na vsaka pogajanja se moramo pripraviti dobro, tako na pogajanja z domačimi pogajalci kot s tujimi narodi. Priprava je še posebej pomembna. Ta zajema spoznavanje kulture, iz katerega nasprotnik prihaja, spoznavanje njihovih navad, običajev, okolja, tradicije. Tako jih lažje razumemo, zakaj se obnašajo drugače in kakšna so njihova pričakovanja glede našega obnašanja. Nemce moramo dobro spoznati, jih sprejemati takšne, kot so, jih spoštovati. S tem, ko spoznamo okolje, iz katerega izhajajo, smo lahko bolj odprti, lažje prenašamo njihovo obnašanje, lažje se jim približamo ter tudi hitreje dosežemo skupni dogovor.

Ključne besede

poslovno komuniciranje;poslovna pogajanja;medkulturna pogajanja;medkulturna komunikacija;pogajalske strategije;pogajalske taktike;

Podatki

Jezik:	Slovenski jezik
Leto izida:	2016
Tipologija:	2.09 - Magistrsko delo
Organizacija:	UM EPF - Ekonomsko-poslovna fakulteta
Založnik:	[K. Maučec]
UDK:	005.57:316.72(043.2)
COBISS:	12548124
Št. ogledov:	1273
Št. prenosov:	157
Ocena:	0 (0 glasov)
Metapodatki:

Ostali podatki

Sekundarni jezik:	Angleški jezik
Sekundarni naslov:	Business negotiations with German partners
Sekundarni povzetek:	None of negotiation strategies is appropriate or perfect for every situation. Since negotiators face different circumstances and people with their own sets of strategies, they have to be able to make use of what they have at the moment. When making business and negotiation in the world's countries, we get repaid generously if we pay attention to the cultural differences across the world. We are familiar with domestic environment and domestic partners due to the fact that we have grown up and succeed here, however, foreign environment as well as foreign partners can present an even more unknown area as we can imagine. As soon as we get to know foreign business habits of a certain country, we know how to approach and talk to foreign partners, what and when to suggest, and what is better not to be mentioned. The survey was conducted within a research paper that deals with the example of the X Company, which produces high quality caravans, and it is owned by a German company. In Slovenia, the X Company started its production business in 2008. One of the aims of this paper is to successfully cooperate with the German partners. In our lives we often experience cooperation between different cultures and, on the other hand, denial and even extermination of certain cultures. People from different cultures react differently in the process of negotiations, which is why a special goal of this master's paper is to find out, understand and use the most effective strategies and techniques as well as skills of business negotiation. Based on a structured interview, we conducted a qualitative research, which included the sample of the employees of the X Company. With the help of the results of our research we have found out that the preparation for negotiations presents the most important part of the entire process of negotiations. We have to prepare ourselves for every negotiation process, including negotiations with domestic negotiators as well as the foreign ones. The preparation is of special importance. It includes getting familiar with the culture the opponent belongs to, getting familiar with their habits, customs, environment, and tradition. This way, we can better understand why they behave differently and what their expectations about our behaviour are. We have to get to know the Germans well, accept them the way they are, and respect them. By getting familiar with the environment we come from, we can be more open, we can bear their behaviour more easily and we can get closer to them in an easier way and reach a common understanding in a faster way.
Sekundarne ključne besede:	business negotiations;negotiation strategies and tactics;cultural differences;German partners;German negotiation style;Germany;
URN:	URN:SI:UM:
Vrsta dela (COBISS):	Magistrsko delo/naloga
Komentar na gradivo:	Univ. v Mariboru, Ekonomsko-poslovna fak.
Strani:	94 str., 4 str. pril.
ID:	9165764